Georgian Railways: Capacity Building in Contracting with Private Freight Customers

Budget:

156,000 EUR

Country:

Georgia

Dates:

October, 2006 - December, 2007

Partner:

N/A; Scott Wilson in the proposal but not in the contract Dominic Hannigan

Funding:

World Bank

Georgian Railways (GR) was in the process of restructuring its railway sector.As a part of the effort, Corporate Solutions was helping GR to reach a mutually beneficial long-term volume contract with at least one major customer. Corporate Solutions demonstrated the benefits of such contract to GR. And coached GR staff how to identify, develop and negotiate additional contracts in the future.

Prepare Contract Development Guide, which includes check list to guide GR staff through contracting, provide practical forms and templates and train staff in its use

Analyse potential freight market

Analyse the competitiveness of GR service

Pricing, including assistance to GR to develop a model for estimating variable costs of transport in three different market segments

Long Term contracting, which includes support to GR to call on major customers and potential customers and learn how to attract their business, with assistance in concluding at least one major contract